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ServiceNow is seeking a New Logo Account Executive based in Vienna to drive net new business growth across the Central & Eastern Europe (CEE) region. In this role, you will identify and strategically navigate a targeted set of prospective accounts to close initial opportunities and convert prospects into long-term customers.
You will be responsible for strategic territory planning, developing effective account strategies to maximize new revenue growth, and executing creative prospecting campaigns tailored to your territory. Your work will involve deeply understanding each prospect's unique business challenges, technology footprint, competitive landscape, and strategic growth plans. You will leverage analytics, case studies, market intelligence, and ServiceNow's partner ecosystem to sell the value and ROI of industry-leading solutions across IT Service Management, HR, Security Operations, Customer Service, and IT Operations Management.
Key responsibilities include:
- Developing and executing disciplined territory plans with a focus on maintaining a current, progressing pipeline
- Creating specific account strategies to drive new revenue growth
- Conducting customer acumen research using public information and competitive intelligence
- Advancing and closing sales opportunities through strategic execution
- Orchestrating smooth transitions of newly closed accounts to the Account Management team
- Achieving net new revenue targets for your assigned territory
You are a self-starter and innovator who thrives in fast-paced, collaborative environments. You excel at establishing relationships, thinking creatively to open doors, and demonstrating perseverance in complex sales cycles. The ideal candidate stays curious, remains humble despite success, and is ready to evolve with market demands.
Travel up to 50% depending on geography and region is expected.
**Requirements:**
- Proven track record of new logo sales experience in IT Service Management, HR, Security Operations, Customer Service, IT Operations Management, or Management Consulting, with demonstrated ability to generate new business at new accounts
- Demonstrated experience in territory strategy, planning, and sales execution with measurable wins
- Ability to understand broad, macro-level business IT needs for prospective clients
- Ability to break down complex sales processes into discrete activities and plan steps ahead
- Excellent interpersonal skills to inspire and lead matrix teams and establish trust with prospects
- Demonstrated perseverance, resilience, and creativity in finding new paths to engage prospects
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving
- Excellent communication and relationship-building abilities
**Preferred Qualifications:**
- 7+ years of quota-carrying, technology solution-based direct sales experience penetrating net new accounts within a territory
- Strong sales strategy skills with demonstrated prospecting and new business generation success
- Experience selling a variety of SaaS solutions across multiple lines of business
- Demonstrated experience maintaining accurate territory forecasts (monthly/quarterly/annually) using sales tools and analytics
- Ability to thrive in fast-paced environments
- Track record of consistently achieving or surpassing sales quota
- Track record of selling across the CEE region
